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The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you. 1. Fear of making the wrong decision. 2. Fear that the product or service will not perform up to their expectations. 3. Fear of being ripped off. (No trust) 4. Fear of putting their money ...

1. Waiting Networking is not an altruistic endeavor. You may want a job, but a contact wants something in return. If you start networking when you start looking for a new job, you're probably too late. Potential contacts will think, "Why should I help you? You're just looking for a job. What's in it for me?" Effective networking means creating contacts ...

Too often, we make assumptions that our prospects or customers will automatically be as excited as we are about our solutions. The reality is that they won’t be, so start from a point of understanding that they do not know what they don’t know. It is our duty to educate them. When customers perceive the value of a proposition outweighs the ...

Hard to complete your to-do list? Wondering why you just can't seem to "Get it all" done? If you've ever wondered why you are unable to get through all of your tasks in a day even with your best intentions, consider that there are certain tasks that fly under your radar when scheduling your days. To effectively manage your schedule and ...

Europe's economic powerhouse, the wonder of post-World War II reconstruction, a major contributor to both world culture and several world catastrophes over the last two centuries, Germany is an enigma that wants to be understood. Germans have been trying to explain themselves for most of their history, sometimes successfully, sometimes not. What it means to be German, who is German and ...

My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never responded with an estimate. Two contractors ...

The great paradox of modern political reality: How can China, the world's largest communist nation, also be the world's largest consumer market? Easy: When it is also the society most experienced in manipulating symbols based on ancient traditions that emphasize integrating potentially conflicting opposites into a harmonized whole. Communicating in China, therefore, means employing symbols, reducing text and mastering implied meanings ...

Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable ...